Senior Partner Sales Executive
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Job Description
Senior partner sales executive building vendor alliances and revenue pipelines for SHI, a global IT solutions provider. Driving FinOps, ITAM, cloud, and software partnership growth.
Responsibilities:
- Build and nurture strong relationships with Select Vendors
- Align SHI and vendor strategic goals and objectives
- Drive pipeline and revenue through relationships with assigned partner teams and Alliance Partners
- Collaborate with Solution Sellers and Account Teams to accelerate revenue production, renew existing customers, and deliver net new revenue opportunities
- Build sales plays and methodologies with Sales and Services teams
- Develop and manage a robust partner pipeline
- Accurately forecast quarterly performance and achieve revenue targets
- Monitor alliance performance, identify improvement areas, and implement corrective actions
- Manage contractual obligations and address agreement issues
- Facilitate communication and coordinate activities between SHI and vendor alliances
- Oversee joint business plans, training, certifications, and partner marketing efforts
- Conduct target customer identification, account mapping, account planning, field sales planning, and marketing planning
Requirements:
- Completed Bachelor’s Degree or relevant work experience required
- 7+ years of experience in vendor management, alliance management, or a related field within the IT industry
- Experience in the FinOps industry
- Familiarity with FinOps tools and practices
- Experience in the IT asset management (ITAM) industry
- Familiarity with IT asset management (ITAM) tools and practices
- Ability to travel to SHI, Partner, and Customer Events
- Ability to travel 30%
- Excellent communication skills
- Strong understanding of FinOps and IT Asset Management (ITAM)
- Ability to establish and manage partner business development plans
- Knowledge of Software and Hyperscale business models, including SaaS, Perpetual Licensing, Reserved Instances, and Commitment-based discounts
- Familiarity with Inform → Optimize → Operate phases
- Experience negotiating enterprise agreements, volume commitments, and discount programs
- Experience with FinOps and ITAM platforms including Apptio Cloudability, CloudHealth, Spot.io, Flexera, and Zylo
- Proficiency with Microsoft Outlook, Word, Excel, PowerPoint, AX, SalesCenter, CRM, and PBI
- Experience and knowledge working with Pure Storage Global Segments
- Ability to independently manage and oversee a regional business with minimal guidance
Benefits:
- Continuous professional growth and leadership opportunities
- Health, wellness, and financial benefits
- Medical, vision, and dental insurance
- 401K
- Flexible spending
- World-class facilities and technology provided in offices or remotely
- Diversity-focused workplace
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